Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

Article Sales Strategy allocate territories geographic territories sales territories territory alignment

Is Your Top Rep Superman or Just a Super Territory?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales leader sales territories sales territory Senior Vice President of sales SVP Sales territory alignment territory design

Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues.

Territory Alignment: The Right Resources in the Right Place

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video allocating territories misalignment sales sales patch territory alignment territory design

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. Source: 2017 Proposal Automation. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates.

Sales Analysis: Three most Common Territory Design Mistakes

Sales Benchmark Index

Article Sales Strategy 3 mistakes allocating territories sales territories sales territory territories territory alignment Territory Design MistakesSome sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to.

Your Territory is Your Business | Sales Tips

Engage Selling

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

Article Sales Strategy

Accelerate Your “Time-to-Fill” Open Territories

Sales Benchmark Index

Article Corporate Strategy Sales Strategy fill open headcount hire faster open heads open sales headcount sales rep sales vacancies time to fill

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

Quota 328

How to Improve the Efficiency of the Sales Team

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics coverage efficiency forecasting accuracy pipeline management sales operations sales team territory design vice president of sales operations vp of sales ops win-loss analysis

Enable the Sales Plan with Sales Operations

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics predictive analytics quota setting sales operations territory design win-loss analysis

How Sales Operations Enables the Sales Strategy

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics descriptive analytics pipeline management predictive analytics quota setting Quota setting process sales operations territory design win-loss analysis

Managers With Personal Territories

Partners in Excellence

Do you still have a personal territory with a quota for that territory? I can’t think of many situations where having both managerial and personal territory responsibility is acceptable. Choose the day/time blocks where you will manage your own territory.

Baseline Selling Time to Increase Revenue Per Sales Head

Sales Benchmark Index

Article Sales Strategy increase revenue per head maximize selling time sales strategy Selling time territory alignment

23 Motivational Songs to Get You Pumped in 2017

Hubspot Sales

unless you find one that’s not in your territory. Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task.

Social proximity account plan

Sales 2.0

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

We know one company where management felt their reps could have 100 named accounts at a time – but they gave each one 150 accounts so the reps wouldn’t feel like their territories were too small.

Don’t Just Do Something – Sit There!

The Pipeline

An overall corporate sales strategy, territory and account strategies, and then a strategy for every encounter with a laser focus on logical next steps. By Tibor Shanto – . All too many people confuse activity or action with productivity or results.

ACT 223

Why You Want Sales To Be A Numbers Game

The Pipeline

Numbers 1 & 4, will require you to change your territory and account planning, while challenging who you prospect and how. By Tibor Shanto – . If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game.

Are You Developing Managers Or Leaders?

The Pipeline

The previously successful contributor flounders in the new role, and you have an underperforming territory where you had a star you moved. By Tibor Shanto – .

Can We Stop Accepting Average? Please!

The Pipeline

I have had managers tell me that they’d rather have someone in the territory than have it vacant. I get it, but I firmly believe and have seen that the long-term damage to revenue in such territories, when an average rep is sent to compete against accomplished sellers.

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. How many emails hit your inbox every day? A lot, right?

March Sadness

The Pipeline

Despite the talk of ABM, many reps do not extend that work into a territory execution plan or account plan. By Tibor Shanto – .

Quota 209

The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

The Brooks Group

We’ve rounded up the top 10 most popular posts from The Sales Leader blog in 2017 to give you a place to start when you’re looking to improve your team’s performance. Top 10 Sales Effectiveness Articles from 2017.

Win Probability is the First Rule of Ultra-High Sales Performance – Guest Post

The Pipeline

Every prospect, sales conversation, territory, company, and product is different and requires salespeople to adapt and adjust to those unique situations. The Pipeline Guest Post – By Jeb Blount.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

As DiscoverOrg found itself in uncharted territory, learning a new tech stack with a newly divided sales team, AJ also found himself in a new landscape – with new opportunity. “As A word of advice about working at a high-growth company: Don’t get too comfortable. Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way.

Change The Candidate – Not The Rules!

The Pipeline

Some will take longer to ramp up, some will hit slumps, but there are some, obvious to most, who will never cut it without some form of “corporate subsidies”, i.e. changing quota, territory, or just allowing compromise on required activity or metrics.

CRM’s Big Blind Spot: Measuring Sales Managers

Sales and Marketing Management

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things?

CRM 222

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Smart sales managers rely on good data to make decisions about successes and failures in their territory. Measure what works best in your culture, in your competitive environment and in your territories.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground.

4 Ways to Hack Your Growth With AI

Sales and Marketing Management

Self-service AI-assisted sales and marketing platforms take on the tedious and time-consuming data-intensive tasks including total addressable market (TAM) analysis and territory planning, daily prospecting and sales intelligence. By the end of 2017, nearly half of B2B orgs say they will be using AI to help sales focus on best fit customer, driving efficiency and velocity. Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron.

Sales Tech Simplified: How to Find ‘Selling Nuggets’ Through Relevant Insights

Smart Selling Tools

Analyze territories and assign to reps. In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Alan Greenhalgh , Chief Product Officer of Vortini. Nancy: Why does the industry need your solution?

How To 137

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Smart sales managers rely on good data to make decisions about successes and failures in their territory. Measure what works best in your culture, in your competitive environment and in your territories.

How to Know When to Give Up on a New Hire

Sales and Marketing Management

Target marketing dollars in their territory to generate more leads and give them a boost. Author: Kevin F. Davis If a hiring mistake costs you three months’ time, that’s not good. If you don’t realize you made a hiring mistake for a year or two, the damage can be catastrophic. Include a “second hiring date” in your process. I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period.

5 Habits of the Best Salespeople

Sales and Marketing Management

After earning my MBA I was assigned a territory of my own where I could practice these five things and confirm that they were indeed repeatable by a newbie. Author: Rick Wong Whether you’re the CEO or a sales representative, you’re a seller. You know that in order for your company to be competitive, you’ve got to continually make new sales. Still, it isn’t enough to just make sales.

4 Ways to Succeed in Sales Forecasting

Sales and Marketing Management

For instance, if a territory is re-drawn or reps are re-assigned, these changes are reflected instantaneously, and sales leaders can adjust forecasts as needed, even in the middle of a sales cycle. Author: Rowan Tonkin, head of sales and marketing solutions at Anaplan Most businesses are challenged with accurately predicting the future in terms of competitive threats, customer trends, and their own sales forecast.

3 tips on practicing from the experts

Sales and Marketing Management

What’s more likely is you might be preparing a presentation for an account that will triple your territory’s annual sales revenue. Author: Staff Yogi Berra apparently said, “In theory, there is no difference between practice and theory. In practice, there is.” Whether or not Yogi actually said this, it sits well within his canon of malapropisms. More importantly, there’s a keen truth to the phrase: practice is about action, not theoretics.

Sports 163

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Sales Tips: How to Plan Your 2017 for Success. I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan.

How to Fix a Sales Forecast Killer


Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories.